Two speakers argue that whoever cares less about a deal holds the power. A sales rep who listens to a surgeon's actual goals instead of pushing products gains leverage and closes better deals.
The one that less about the transaction is the one who always wins. And I don't care if it's a business relationship.
One who cares less about the transaction always wins. That's a.
And this is. And this is. In any relationship, like, the one that's over invested is the one without the leverage. And so sales is no more than like, hey, I have a thing. You might want it. Let's talk about it. That's it?
Yeah. No, that's beautiful. And I work with surgeons, Jermaine. So we go in to meet with a surgeon, and the rep's like, well, what. What product are we talking about today? I'm like, there's no product. They're like, what do you mean there's no product? I'm like, you're just there to listen to the surgeon, what his main concerns are, what his goals are. And then once you understand that, then you can say, hey, maybe there's a solution that we can provide. And it takes the customer off guard, too, because you're saying, hey, just teach me about what are your goals.
“Grit is Good” and How to Keep Getting up When Your Business Gets you Down
